Simon Harris

Simon Harris

Tuesday, 25 September 2012 15:14

Do I need to change my sales pitch for different audiences?

How much should I be changing my sales pitch based on my audience?

 

Do young people respond differently from older people, men versus women, etc?

 

Or should I stay consistent, no matter whom I’m pitching to?

 

Thanks for this question. I think, to a large degree, by the wording in your question you already know the answer! In short, yes, you should change your presentation depending on the audience.

 

I have given my current sales presentation over 3,000 times in the last 10 years, the same 51 slides that I get through in less than 40 minutes. I can tell you now that I have never delivered it the same way twice. The reason is simple – read on.

 

When I meet a prospect, I spend the first 30-40 minutes asking questions about them and their situation. I am effectively drilling for the hot points/issues that cause them pain or concern. I am trying to uncover the not-so-good stuff about where they are right now, as I want to make sure what I have will fit what they need.

 

All the while I am listening to what they say in response to my questions. This helps me to understand them, their issues and frustrations, their style (DISC – communication style) and what problems these issues are causing them in terms of not resolving them either financially or personally, i.e. health.

 

When I am ready to present my same 51 slides, I can then spend the time on the areas of concern for that person and can skip over the non-relevant sections. Without questioning up front, I would be destined to repeat the same presentation over and over without ever really hitting the spot.

 

In relation to the gender/age part of your question, the same applies. I would love to cover more about DISC and VAK (sensory learning style), maybe this is the subject of another question as your sales skills develop.

 

So I hope this candid response helps answer your question.

 

P.S: Just a bit of housekeeping. It’s generally considered negative to refer to sales and presenting to prospects as a "sales pitch", as it reminds us that sometimes we get sent curve balls! It’s a sales presentation.

Simon is the managing director of the Business Coaching Centre, which represents coaching program ActionCOACH, based in Sydney.

 

He has 27 years of sales and marketing experience in four different countries and was named the Global Coach of the Year in 2003. http://www.theministryofsales.com/


Comments (0)

Subscribe to this comment's feed

Write comment

smaller | bigger

busy
Invalid Input
 

Follow us

StartupSmart on Twitter StartupSmart on Facebook StartupSmart on LinkedIn StartupSmart on Google+ StartupSmart on Youtube

Subscribe to StartupSmart RSS feeds

Allianz Allianz Small Business Insurance
Save up to 10% when you buy a new policy online*
Protect your business in minutes.
Sponsored Links

Our Partners

SmartSolo sign up
 

Private Media Publications

Crikey

loading...

Smart Company

loading...

Property Observer

loading...

Leading Company

loading...

Womens Agenda

loading...